10 Challenges Facing Sales & Marketing Execs - Knowledge Center - HSMAI
Hospitality Sales and Marketing Association International
Hospitality Sales and Marketing Association International
Hospitality Sales and Marketing Association International
10 Challenges Facing Sales & Marketing Execs

Participants in HSMAI's Fall 2017 Hotel Management Company Sales & Marketing Executive Roundtable look at trends impacting their hotels today.

Among the top issues and trends facing sales leaders are seeing heading into 2018:

  • The belief that “if we build it, they will come” for new hotel development is not coming true anymore. There is so much new supply in many markets that we are really having to fight for business, leading to the need to really sell differently.

  • Big challenge with contracting. Some groups don’t want contracts or the details are so onerous that we have to devote a lot of resources to legal review. We can’t take business, often from third parties, that is so one sided that it is not right for owners.

  • Softened in some markets but retail demand has increased, mostly due to big growth in travel agent business.

  • Speed in which transient has slowed down this year is causing a challenge in budgeting for 2018 as we can’t control transient business.

  • Revenue is flattening and we are taking a hard look at what the cost is of the revenue we are getting.

  • Need to educate select service general managers on the sales process as many of them due not understand it.

  • Shrinking labor pool for sales with so much growth in supply and trend for younger generation to change jobs frequently.

  • Speed at which service automation has exploded, becoming standard and there is guest dissatisfaction if we don’t have the latest technology, from ipads to amazon dot, to access to door with phones, which are not revenue producers.

  • Confusion by customers of brands, and the perception by owners on where each brand should be positioned.

  • Changes in FLSA have changed the way I can direct my sales people,

The session was sponsored by Cendyn, OTA Insight, and Sabre. Hotel companies represented at the Roundtable included John Q. Hammons Hotels & Resorts; Shaner Hotel Group; Remington Hotel Corporation; Prism Hotels & Resorts; Two Roads Hospitality; Atlific Hotels; Coakley & Williams Hotel Management Company; Hospitality Ventures Management Group; Windsor Capital Group; Hostmark Hospitality Group; CSM Lodging; Real Hospitality. HSMAI brings together Chief Marketing Officers, Chief Digital Marketing Officers, Chief Sales Officers, Chief Revenue Officers, and Hotel Management Company Sales & Marketing Executives through the year.

 See more insights from this session captured by HotelNewsNow.com

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Sales and marketing executives adapt to mobile trends

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